Search

[EN] Lithuania, as a part of the former Soviet Union, has a long-standing history of perceived equality for women in the workplace. Women played an equal role in economic production as it was a constitutional expectation that all citizens had both a right and an obligation to work. Consequently, at the time of independence in 1990 the levels of participation of women in the workplace including at managerial and professional levels were much higher than other western European countries. In architecture, women achieved parity in terms of numbers, but this equality did not transfer into all aspects of economic activity. Drawing on qualitative survey and interview data from 31 Lithuanian women architects, our findings show, despite the historical emphasis on equality, the existence of a "critical mass" of women in the profession and the adoption of EU gender equality policy, the position of women remains poor with clear evidence of sex discrimination, harassment, and lack of opportunities for career advancement.

Negotiations are common in many activities; the sectors of construction and real estate are not an exception: here the negotiations are an inseparable part of the real estate buying and selling process. The article analyses scientific research related to negotiations and presents the developed model for multiple criteria analysis of construction and real estate negotiations. The analysis of the negotiation processes in construction and real estate and the analysis of the relevant support for decision‐making in negotiations must be thorough; it must consider not only economic but also political, legal, socio‐cultural, psychological, consumer behaviour, technological, quality of life and other issues. The developed model enables to analyse the combination of the real estate negotiation process, the improvement of its efficiency through use of decision support and voice stress analysis technology and the participating stakeholder groups seeking their goals together with the influencing external macro and micro environment. The paper dwells on the components of this model. Santruka Derybos nuolatos vyksta daugelyje veiklos sričiu, neaplenkdamos ir statybos bei NT sektoriu, kur jos yra neatsiejama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Straipsnyje analizuojami mokslininku tyrimai derybu srityje ir pristatomas sukurtas statybos ir NT derybu daugiakriterines analizes modelis. Nagrinejant statybos ir NT derybu procesa bei taikoma parama derybu sprendimams priimti, būtina tai nagrineti išsamiai, kreipiant demesi ne tik i ekonominius, bet ir i politinius, teisinius, socialinius, kultūrinius, psichologinius, vartotoju elgsenos, technologinius, gyvenimo kokybes ir pan. klausimus. Sukurtas modelis leidžia analizuoti NT derybu procesa, jo efektyvumo didinima, taikant sprendimu paramos ir balso analizes technologijas, joje dalyvaujančias ir savo tikslus norinčias igyvendinti suinteresuotas grupes bei jas veikiančia išorine makro‐ ir mikroaplinka kaip visuma. Straipsnyje aptartos sukurta modeli sudarančios sudetines dalys. First Publish Online: 18 Oct 2010

The negotiations are an inseparable part of the real estate buying and selling process. Currently real estate are characterized by the intensive creation and use of information, knowledge and automation (software, knowledge and decision support systems, neural networks, etc.) applications. It is commonly agreed that a better integration of information, knowledge and automation applications, as well use of voice stress analysis (one of biometric technologies) might be an efficient mean for decision making in real estate negotiations. Voice stress analysis can help the negotiators to distinguish between truth and lies, improve the value of decisions made, significantly speed up real estate sector processes, help to reach a better real estate sales and purchase agreement terms and decrease the overall cost of real estate search and negotiation processes. The authors’ objective is to improve the quality and efficiency of decision support systems. The article analyses scientific research related to negotiations and presents the developed Web-based Real Estate Multiple Criteria Negotiation Decision Support System with integrated voice stress analysis – a new generation of Decision Support Systems., Lietuviška santrauka. Derybos yra neatskiriama nekilnojamojo turto pirkimo ir pardavimo proceso dalis. Dabartiniam nekilnojamojo turto sektoriui būdingas intensyvus informacijos, žinių ir automatizavimo naudojimas bei kūrimas (programinė įranga, žinių ir sprendimų paramos sistemos, neuroniniai tinklai ir pan.). Sutariama, kad geresnis informacijos, žinių, automatizavimo, taip pat balso streso analizės (biometrinės technologijos) integravimas pagreitina nekilnojamojo turto sektoriaus veiklą. Balso streso analizė gali padėti derybininkams atskirti, kada sakoma tiesa, o kada meluojama, padidina priimamų sprendimų naudingumą, paspartina nekilnojamojo turto paieškos ir derybų procesus, padeda pasiekti naudingesnių pirkimo ir pardavimo sutarties sąlygų bei sumažina nekilnojamojo turto paieškos ir derybų proceso kainą. Straipsnio autoriai, siekdami pagerinti sprendimų paramos sistemų kokybę ir efektyvumą, analizuoja mokslininkų atliktų derybų srities tyrimų rezultatus ir pristato sukurtą nekilnojamojo turto derybų internetinę sprendimų paramos sistemą su integruota balso streso analizės technologija kaip naujos kartos sprendimų paramos sistemą.

The authors of this paper together with the other VGTU scientists participate in the international project INTELCITIES and present Multiple Criteria Webâ€Based Negotiation Decision Support System for Real Estate (NDSSRE). INTELCITIES project is a research and development project that aims to pool advanced knowledge and experience of eâ€government, planing systems and citizen participation. NDSSâ€RE includes a decision support tool based on the methods of alternative generation and multiple criteria analysis that enable negotiating parties to evaluate their systems of preferences and recognize opportunities for tradeâ€off between differently valued objectives and joint gains. At present the developed NDSSâ€RE allows for the performance of the following functions: search for real estate alternatives; finding out alternatives and making an initial negotiation table; multiple criteria analyses of alternatives; negotiation based on real calculations; determination of the most rational real estate purchase variant on the ground of characteristics describing effectiveness of the analysed alternatives. The third part of the paper deals with traditional negotiation principles and describes negotiation tactics, such as “The Atractive Alternativeâ€, “The Stall and Joltâ€, “The Comparative Valueâ€, “The Third Partyâ€, “The No More Money†and “The Walk Away†tactics. More traditional negotiation principles and tactics have been planned to integrate in future concerning the described NDSSâ€RE system because the knowledge and implementation of all the above mentioned tactics and principles lead to more successful negotiation for the lowest possible price buying real estate. Intelektualus miestas ir internetinÄ— nekilnojamojo turto daugiakriterinÄ— derybinÄ— sprendimų paramos sistema Santrauka Straipsnio autoriai kartu su kitais VGTU mokslininkais dalyvauja tarptautiniame projekte „INTELCITIES“ ir pristato internetinÄ™ nekilnojamojo turto daugiakriterinÄ™ derybinÄ™ sprendimų paramos sistemÄ… (NT-DSPS). „INTELCITIES“ projekto tikslas - sujungti elektroninÄ—s vyriausybÄ—s ir planavimo sistemų pažangias žinias bei patirtį ir skatinti miesto gyventojus naudotis elektroninÄ—mis paslaugomis. InternetinÄ—je nekilnojamojo turto daugiakriterinÄ—je derybinÄ—je sprendimų paramos sistemoje naudojami alternatyvų sudarymo, daugiakriterinÄ—s analizÄ—s ir derybų moduliai, kurie besideranÄioms Å¡alims leidžia adekvaÄiau įvertinti savo poreikius ir galimybes bei suprasti kompromiso galimybes pasiekti abipusiam iÅ¡loÅ¡iui. NT-DSPS leidžia atlikti tokias funkcijas: nekilnojamojo turto alternatyvų paieÅ¡ka, alternatyvų suradimas ir pirminÄ—s lyginamosios lentelÄ—s sudarymas, daugiakriterinÄ— alternatyvų analizÄ—; realiais elektroniniais skaiÄiavimais pagrįstos derybos; efektyviausio nekilnojamojo turto pirkimo varianto nustatymas. TreÄioje straipsnio dalyje apraÅ¡omi tradicinių nekilnojamojo turto derybų principai ir ÑPatrauklios alternatyvosì, ÑVilkinimo ir sukrÄ—timoì, „Lyginamosios vertÄ—s“, „TreÄiosios Å¡alies“, „NÄ—ra daugiau pinigų“ bei „Pasitraukimo“ taktikos. Ateityje planuojama į NT-DSP sistemÄ… įdiegti daugiau tradicinių derybų principų, kadangi visų straipsnyje nagrinÄ—jamų pagrindinių derybų principų ir taktikų iÅ¡manymas bei pritaikymas leidžia pirkÄ—jui sÄ—kmingai derÄ—tis dÄ—l mažesnÄ—s nekilnojamojo turto kainos. ReikÅ¡miniai žodžiai: intelektualus miestas, daugiakriterinÄ— internetinÄ— nekilnojamojo turto derybinÄ— sprendimų paramos sistema, nekilnojamojo turto derybų taktikos. First Published Online: 21 Oct 2010